B2B Selling Advice
Selling to Incentive Programs
Without a doubt, incentive programs are attractive sales targets in today's marketplace. Don't forget that incentive programs aren't easy sales marks -- here's what you'll need to convert prospects into customers.
B2B sales can be challenging. To succeed in this environment, you need great ideas and perfect execution.
If selling to incentive programs is your core business, the likelihood of conversion improves dramatically when you incorporate a few proven resources and techniques into the selling process.
Collaboration is a hallmark of companies that succeed in selling to incentive programs. Segmented business models simply aren't as efficient as models that emphasize collaboration between business units.
In some cases, the synergy between sales, marketing and other business units can provide the competitive advantage your business needs to outperform competitors that are more firmly entrenched in the market.
Ambitious marketing directly impacts incentive program sales success. A combination of tight competition, multichannel approaches and emerging marketing technologies mean that you'll need to be at the top of your game to capture the attention of decision makers.
A large portion of your marketing efforts should focus on gathering leads and contacts for your sales force. Lead lists are a genuinely powerful resource in lead generation and can be purchased cost-effectively from Experian and other reliable third-party providers.
CRM (Customer Relationship Management) technology is standard fare for most B2B enterprises.
When used properly, CRM can enhance your company's interactions with customers and prospects. If you don't currently use CRM, there's no better time than the present to get started. Companies that already use a CRM solution need to analyze their processes to make sure it is being used to its full potential.
In the B2B incentive program industry, the lack of a fully utilized CRM can put your business at a competitive disadvantage.
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